《智慧书·第五辑·二〇一至二五〇》第35则
Know how to Ask. With some nothing easier: with others nothing so difficult. For there are men who cannot refuse: with them no skill is required. But with others their first word at all times is No; with them great art is required, and with all the propitious moment. Surprise them when in a pleasant mood, when a repast of body or soul has just left them refreshed, if only their shrewdness has not anticipated the cunning of the applicant. The days of joy are the days of favour, for joy overflows from the inner man into the outward creation. It is no use applying when another has been refused, since the objection to a No has just been overcome. Nor is it a good time after sorrow. To oblige a person beforehand is a sure way, unless he is mean.
注释摘要
这一则讲的是求人的时机与艺术。标题和正文合起来是一句完整的话：懂得如何开口求人——对有些人这事毫不费力，对另一些人则难如登天。葛拉西安在这里没有谈求人时该说什么话、用什么表情，而是把全部笔墨都放在了对象的分类和时机的选择上。这是典型的审慎逻辑：求人能不能成，往往在你开口之前就已经决定了。 他把人被分成两种极端的类型。第一种是不会拒绝的人，对他们不需要任何技…